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Nailing the Successful New Product Introduction

We product managers currently manage to hit the nail on the head ONLY 1 out of 4 times with new product introductions. In other words, 3 out of 4 product launches FAIL to hit their revenue goals and some do…

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Tackling the 7 Challenges and Unleashing the Power of B2B Value

What sometimes seems to be forgotten is that the pursuit of a value orientation to the business involves a lot more than just the sales force. Selling on value involves organisational change, not just a sales force training workshop. The…

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#1 Thing Top B2B Reps Do to Engage Senior Buyers

As a senior buyer, my email inbox fills with offers from sales enablement vendors promising to increase sales productivity with sales skills training, new methodologies, faster access to content, improved negotiation techniques, etc. that all have three common traits: major…

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Selling Complex Products and Solutions Profitably: Grappling with 4 Enterprise Sales and Presales Strategic Trends

For complex B2B products, specialization and customization are two unstoppable waves in business strategy and organization. Sales teams increasingly include specialist presales professionals who make it possible to address complex problems and apply complex solutions in customer-facing roles. Customization of…

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Adapt or Fail; Millennials Are Here

We’ve all heard it before, sounding oddly familiar to the midnight ride of Paul Revere: “The Millennials are coming! The Millennials are coming!” It was true; we were coming. But now, we’re here. (How’s that for an intro?) In 2015,…

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